EVT Hotels & Resorts - Group Account Director Government, Crew & Corporate Title: Group Account DirectorReports to: General Manager, Sales Hotels and ResortsDirect Reports: Dependent on the Portfolio there may be a National Account Director direct reportKey Stakeholders: Group General Manager of Brand, General Manager of Strategic Partnerships, State Managers, General Managers, General Manager of Revenue Services.
Position Overview: The Group Account Director's role is primarily focused on securing future business opportunities within an assigned market, cultivating the current base of major accounts, increasing projected revenues, promoting EVT group business, identifying potential in markets where we are not capturing our fair share of the business, and ensuring a competitive position in anticipation of changing market and customer needs.
The Group Account Director will provide guidance and support to mentor team members as needed/directed by the General Manager, Sales.
The position will also work directly with the properties to identify opportunities and pursue accordingly.
Key Accountabilities Sales Strategy • Develop and implement a data-driven sales strategy that enhances the visibility and profitability of assigned specialist market segment for all hotel brands and categories.• Set and track ambitious sales targets and incentives, aligning with the company's strategic objectives to foster sustainable growth.• Conduct detailed market analysis to gauge trends and competitor activities, leveraging insights to capture new business opportunities.• Spearhead targeted sales campaigns tailored to market segments to maximise bookings and revenue.• Use EVT conversion framework to maximise return on inquiries, yielding market-leading conversion rates.• Improve margin.
Sales Revenue and New Business Development • New Accounts: Capture and shift business from competitor hotels through research, networking, and proactively telemarketing/soliciting new accounts as well as outside sales calls.• Establish and maintain close contact with target accounts through phone calls, appointments, client functions, famils, and professionally written correspondence.
Assess future and current needs of the client.
Key Account Management and Growth / Retention Customer Relations • Maximize key accounts by saturating account contacts and departments.
Establish and maintain close contact with key accounts through phone calls, appointments, client functions, famils, and professionally written correspondence.
Assess future and current needs of the client.• Promptly follow-up on all customer needs in an efficient and timely manner.
Leadership • Lead the market segment strategy, framework, and structure.• Lead and mentor hotel sales managers across all hotels, providing coaching and support as required.
Partnership and Relationship Building • Foster strong relationships with key travel industry partners and corporate clients.• Collaborate with other divisions to create a seamless, consistent, positive guest experience.
High Impact Communication: • Presents self and ideas in a highly credible and articulate manner.• Projects credibility and poise in all types of settings (one-on-one, small and large groups, across stakeholder groups, etc.
).• Written and verbal communications are to the point and have the desired impact.• Balances talking and listening to foster candid dialogue.• This position requires excellent communication, selling, and influencing skills and will work closely with both the property sales teams for in-market specific accounts and the Group sales team for Group and brand-focused account opportunities.
Skills & Experience The successful applicant will be tertiary qualified in a relevant discipline with at least 10 years' experience working in Sales.These are the desired skills and experience for this role:• Strategic thinking with the ability to translate strategy into action.• Demonstrated experience in managing communication campaigns using a variety of channels, working both proactively and reactively.• Outstanding relationship builder, across the business with the ability to partner with key stakeholders.• Demonstrated successful track record in developing and delivering new products and services with clear marketing strategies and ROI.• Strong analytical, commercial, and communication skills.• Track record in business transformation.• Creative thinking with high level attention to detail.• Good project management skills.• Excellent verbal and written communication skills with a wide variety of stakeholders.
These are the ESSENTIAL or 'must have' mindsets and behaviours for this role:Leadership: Leads groups and delegates work based on skills and potential; empowers others and motivates high performance; sets clear expectations and standards for performance; monitors work and coaches others to develop their full potential.Strategic Thinking: Thinks broadly and considers important issues that impact success today and in the future; develops strategies to achieve critical outcomes; proactively seeks opportunities to introduce change.Influence: Establishes credibility and uses compelling insights to appeal to others' needs and persuade them to a different point of view; navigates political situations and negotiates to gain agreement from others and achieve desired outcomes.Building Relationships: Develops relationships and builds networks; creates a positive impression and builds rapport; adapts approach to interact effectively with others; effectively manages conflict; helps others succeed.Delivering Results: Sets objectives that align with team and organizational goals; develops plans, commits to timelines, and uses time effectively; anticipates, allocates, and monitors resources to deliver work requirements; documents job information.Commercial Thinking: Considers revenue, cost, and risk factors that drive organisational performance; identifies and secures new business; optimises resources to deliver more with less; manages and mitigates risks; maintains awareness of external factors impacting the business.Communication: Understands spoken information; speaks clearly and understandably; presents with confidence; gauges audience reaction, interest, and understanding, and adjusts communication style or content accordingly.Applying Expertise and Technology: Applies functional and technical expertise to accomplish work; uses technology systems to communicate information; adopts, operates, and repairs job-related technology effectively; generates new functionality within technology systems.
Knowledge Industry and Market Insights: Has a deep understanding of the hospitality industry, including detailed knowledge of market dynamics, customer segmentation, and competitor activities.
Familiar with global travel trends and their impact on local markets.Sales Strategies: Proficient in the design and execution of advanced sales strategies that align with the overall business goals of the hotel group.
Understands how to use data analytics to drive decision-making and optimise sales processes.Customer Relationship Management (CRM) Systems: Has comprehensive knowledge of CRM platforms and their application in managing customer data, enhancing customer engagement, and tracking sales team performance.Product Knowledge: An extensive understanding of EVT's offerings, including all hotel brands, accommodations, amenities, and services.
Capable of promoting these features effectively to different market segments.
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